کد مقاله کد نشریه سال انتشار مقاله انگلیسی نسخه تمام متن
1027817 942264 2012 13 صفحه PDF دانلود رایگان
عنوان انگلیسی مقاله ISI
Governance mechanisms in domestic and international buyer–supplier relationships: An empirical study
موضوعات مرتبط
علوم انسانی و اجتماعی مدیریت، کسب و کار و حسابداری بازاریابی و مدیریت بازار
پیش نمایش صفحه اول مقاله
Governance mechanisms in domestic and international buyer–supplier relationships: An empirical study
چکیده انگلیسی

Governance mechanisms are a key element of business relationships. However, little is known about the possible differences between their uses in domestic versus international business relationships. Drawing on empirical data, we investigate three issues. First, we compare the use of five governance mechanisms (contracts, value-creating norms, value-claiming norms, specific investments, and trust) in purely domestic relationships as opposed to relationships with an international component. We also investigate whether customer satisfaction and commitment differ in these two settings. Second, we extend the model of Palmatier, Dant, and Grewal (2007) by adding two distinct types of governance norms—value-claiming norms and value-creating norms—and analyze the interrelationship between the five governance mechanisms as well as their impacts on business customer satisfaction and commitment. Finally, we analyze the moderating role of internationality on relationships between governance mechanisms and customer commitment. Data from a survey of 296 companies support most of the hypothesized relationships.


► Value claiming norms and value creating are important governance mechanisms to achieve customer satisfaction and commitment.
► The intensity of use of governance mechanisms is different in domestic and international business relationships.
► Internationality of business moderates some relationships between governance mechanisms and customer commitment.

ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Industrial Marketing Management - Volume 41, Issue 3, April 2012, Pages 544–556
نویسندگان
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